Thursday, April 13, 2017

A customer service facet that is often overlooked is the “objective correlative" aspects of a college. The phrase objective correlative is one taken from my English background and was discussed

primarily with literature. But I find it has numerous applications to colleges. Besides, using the phrase helps justify all those years of English study.

The phrase was popularized by the American poet TS Elliot to explain emotional reactions to literature. Objective correlativerefers to a physical object or more likely a grouping or combination of objects, images, or visual descriptions that create(s) an emotional response to piece of literature. For example, if a poem has images of grey things, a tumbledown house and crows sitting on a broken fence, these physical allusions and objects set a tone, an emotional metaphoric response, of gloom and foreboding. Try an Edgar Alan Poe poem for examples and pleasure.

In a college, the objective correlatives are visual and physical aspects of the school - websites, the grounds, the buildings themselves, the colors we choose in the buildings, walkways, signs, offices, lobbies, etc. These all have a very powerful response on a potential student’s emotional reaction to the school and do affect his or her decision to enroll and/or stay. These all create a visual metaphor of the school and its potential to meet the three returns on investment all students bring with them. The three ROI’s – fiscal, emotional and affective – are what help determine if a student enrolls and will definitely be the determining factors in whether a student stays at a school, transfers or steps out.. (The three ROI’s are discussed in Customer Service Increases Retention)

We are aware that one of the most important parts of the enrollment process is the first contact with the school, followed by the tour. In fact, 12% of potential enrollment is lost when a student makes the first contact with the school. Notoriously poor telephone,email or voicemail habits turn potential students off enough to have them cross the college off their list of possible school to enroll in. First impressions matter a great deal which is also why school websites can turn off a student thinking of enrolling.

The appearance of the college and parking also make a great impact on potential students. If a student is turned off by the way the school looks, the landscaping and things like parking and signage, that student could be one of the 12% that will cross the school of his or her list. Most people don’t realize that students start creating a visual metaphor of the school as soon as they make contact with the objective correlatives of that school. The tour is generally simply that which polishes or corrupts the metaphor through what students see and hear while on the tour.

Metaphors are very powerful. They become emblematic of the institution and are very hard to shake loose or change. It is important to realize that students think not in words, but in pictures, in metaphors of their world as Gerald Altman discusses in How Customers Think. Students live in a visual environment which has them “read” and value objects emotionally. They trust their images much more powerfully than any words, which are the coin or our realm. They make amazingly quick and assertive metaphoric leaps of judgment and embed them deeply in their belief systems. We view the world intellectually in words and numbers that we want to make some logical sense. We wish to have rationality be the basis for decisions. They use visual objective correlatives and the metaphors they generate.

Therefore it is very important to tend to and understand how your college's objective correlatives affect students when they encounter them for the first time and while on campus.

If you want to learn more about how you can be assured that the objectives correlatives and all other aspects of customer service help or hinder enrollment and retention click here for additional information.

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About Dr. Neal Raisman

Neal Raisman is the leading expert on increasing admissions, retention and enrollment through enrollment management based on academic customer service excellence.

Since 1999,he has helped over 450 colleges, universities and college-related businesses in the US, Canada and Europe increase their admissions, enrollment and retention through his on-campus service excellence audits, workshops,training and presentations.